Madam

Secretary
S1 E4:
Just Another Normal Day

Name: Sanjana S Shrivastav

Batch: BBA LL.B. (Hons.) 2020-25
Division: A
PRN: 20010126041
Fundamentals of Negotiation
Definition Principles of Negotiation
“Negotiation is about finding a solution to • Preparation: Understanding the issues as well as equipment to
your counterpart’s problem that makes you negotiate;
better off than you would have been had you • Relationships: Developing trustworthy, open relationships and
maintaining them before and after negotiations
not negotiated.”
• Communication: Effective and accurate sharing of information
-Margaret Neale, Five Steps to Better • Problem Solving: While a problem might be the cause of a
Negotiating (2015) negotiation, a solution is its end.

Features of Negotiation
• Two (or more) parties;
• Predetermined goals and expected outcomes;
• Parties willing to modify their position, to further suit their
purpose of negotiating
Types of Negotiation
• Distributive Negotiation: Dividing a fixed amount of resources
between parties
• Integrative Negotiation: A mutual problem solving technique is
used to enlarge the assets, that are to be divided between2parties
NEGOTIATION STYLES

01 02 03 04 05
COMPETING ACCOMODATING COMPROMISING AVOIDING COLLABORATING
I win, you lose. I lose, you win. Both parties lose Both parties Both parties win.
Competitive negotiators
work best in a highly
Accommodating negotiation styles
work best in situations where your
some and win lose. Collaborative negotiators often
evolve into this negotiation style
competitive industry or for
once-off sales, such as
party has caused harm to another
and needs to repair a significant
some. Avoidance is a typical
reaction when a negotiator
from another. As time goes on and
a negotiator gains confidence in
selling a home or a car. Compromisers split the is pitted against someone
relationship. These negotiators are reaching agreements, they become
However, for negotiations agreement’s value between the who is highly competitive.
skilled at peacemaking between more comfortable advocating for
with another highly two parties versus finding a Avoiding negotiation styles
different bodies their needs. They also become
competitive body, it is best solution so that everyone work best in situations skilled in finding a mutually
to blend negotiation styles benefits from an agreement’s where the negotiation beneficial balance between their
to avoid gridlock between full value. concerns a matter that is needs and the other party’s.
two competitive trivial to both parties. 3
negotiators.
Season 1, Episode 4
Madam Secretary is an American Political/Family Drama based
on the profession life of Elizabeth McCord, who serves as the
Secretary of State during the tenure of President Daltion.

This episode, which is one of the best performing episodes of the

season, Elizabeth McCord finds her peace treaty between Japan
and China almost jeopardized when China refuses to sign the
treaty until the USA returns custody of Wu Xinpei, a young girl
who requested for political asylum in the USA.

- IMDb

USA Japan China Wu

Xinpei
Avoiding a war (Peace treaty Sovereignty Sovereignty Wanting to go back to China
between Japan and China) Natural Resources Natural Resources Safety
.
Not violating their asylum Speedy Resolution Speedy Resolution Fulfilling her mother’s
policy wishes
Xinpei’s safety and interests
4
THE NEGOTIATION #3: Turning the Negotiation to Favour the USA

#1: Xinpei Requests for Asylum #2: M. Sec Builds Rapport with Xinpei
Application of Elements and Styles of Negotiation in the
Scene
• Predetermined Goals: Elizabeth McCord was clear about her goals: To avoid a war by establishing
a peace treaty between China and Japan on the ownership of Senkaku Islands, and later, Xinpei’s
safety.

• Understanding Needs – I : Even in establishing this treaty, the Secretary instead of focusing on the
division of land focused on the real interests of China and Japan: The natural resources (oils,
minerals, and gas) that enriched the islands and found an effective way to divide the same.

• Understanding Needs – II: The Secretary zeroed in on the needs of three parties: Xinpei and her
safety, China and their reputation and demand of Xinpei’s custody, and Japan’s want for safety as
well as a speedy resolution, all while prioritizing hers (i.e. USA’s, i.e. avoiding war)

• Building rapport and understanding: Had the Secretary never been open to the idea of meeting
Xinpei and understanding her needs, she would not have received what she required to turn the
negotiations in her favour.

• Harmless Concealment of Information: This tactic deployed by the Secretary was effectively a
white lie that achieved the fulfilment of the interests of all parties, and hence was an effective
negotiation tool.

• Relationships: The Secretary uses her (USA’s) relationship with Japan as an ally to grant herself
48 more hours to negotiate with China and come to a consensus on Xinpei’s asylum.
6
 TAKEWAYS/ CONCLUSION
• In the distribution of resources between China and Japan, we observe a
distributive negotiation style.

• In the Secretary’s ‘negotiation’ with Xinpei to understand her will and

interests and to convince her to open up to her (the Secretary), in creating a
situation as per Xinpei’s will compared to the previous one (where she was
staying in USA only due to her mother’s desire) we see an integrative
negotiation style.

• In the distribution of resources between China and Japan, we observe a

‘compromising’ style of negotiation, while in the negotiation between the
Secretary and Xinpei we observe a ‘collaborative’ style of negotiation.
However, in the negotiation between the Secretary and her counterpart,
Minister Chen, while he may not be aware of the Secretary’s win (as Xinpei
wanted to go to China anyway), we see a ‘competitive’ style of negotiation
with a clear win for the Secretary.

• Last but not least, there must be adequate appreciation for the exercise of
soft skills as well as body language in negotiations. While conversing with her
Japanese and Chinese counterparts, the Secretary adopts a confident,
dominant and upright style right from holding her head high to cutting off
her counterparts whenever required, whereas while conversing with Xinpei
she adopts a softer, sensitive tone of voice and expression and even hugs
Xinpei to comfort her.
7
Thank
You!